A business associate of mine, Ken Jaray, is an Angel investor and earned his personal fortune as a very successful trial lawyer. When I asked him what was the most significant factor that contributed to his phenomenal success in the courtroom, he replied that it was his ability to connect to the jury on a […]
Connecting With Your Audience Read More »
Romance is one of four very powerful emotional appeals. Discover how using romance as an emotional appeal will cause people to unconsciously stop what they are doing and pay attention to your marketing message.
Romance Is A Powerful Emotional Appeal To Get Attention Read More »
Recognition one of four very powerful emotional appeals. Discover how using recognition as an emotional appeal will cause people to unconsciously stop what they are doing and pay attention to your marketing message.
Recognition Is A Powerful Emotional Appeal To Get Attention Read More »
Self-preservation is one of four very powerful emotional appeals. Discover how using self-preservation as an emotional appeal will cause people to unconsciously stop what they are doing and pay attention to your marketing message.
Self-Preservation Is A Powerful Emotional Appeal To Get Attention Read More »
Money is one of four very powerful emotional appeals. Discover how using money as an emotional appeal will cause people to unconsciously stop what they are doing and pay attention to your marketing message.
Money Is A Powerful Emotional Appeal To Get Attention Read More »
Over the past three days, we discussed the first twelve principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the last 4 principles. 13. Scarcity – “Buy it now! Only 2 left!” is a phrase we often hear. Scarcity is the most
Over the past two days, we discussed the first eight principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the next 4 principles: 9. Stepping Stones – People are more interested in things they are familiar with. A good salesman takes the
Yesterday, we discussed the first four principles to influence a sale from the book, “Rain Making Conversations,” written by Mike Schultz and John Doerr. Today, we will cover the next 4 principles. 5. Emotional Journey – As we pointed out in the blog, “Stories to Create a Great First Impression,” a goods salesman is a
Have you ever wanted something so badly that you would do anything to get it? That feeling does not happen overnight; a sales process created that yearning inside you. In their book, “Rainmaking Conversations,” Mike Schultz and John Doerr list 16 ways to make your customers reach that level of desire. Over the next 4
4 Principles to Influence a Sale (Attention, Curiosity, Desire, & Envy) Read More »
Facial recognition is something hardwired into everybody and has been honed through millions of years of human evolution as a way to survive. Prehistoric man had to pick out a face of predators from the background or detect if his prey was looking at him while hunting if he was going to survive. The ability
Detecting Facial Clues for Better Sales Read More »
Networking events for me are not about selling, but about listening and gathering intelligence. Networking is about making a great first impression, meaning you have to stand out and be memorable. You will be viewed as a great conversationalist at networking events if you resist the urge to sell and get the other person to
How to Make a Good Impression at Network Events Read More »
There is a lot of information about the personal side of making a good first impression, such as how to dress, a firm handshake, and so on. However, too few people focus on what makes the encounter both memorable and shareable with others. Great stories use mental imagery and associations such as similes, metaphors, and analogies as well as emotional appeals to make them memorable.
How to Use Stories to Create a Great First Impression Read More »
Do you constantly search for techniques, tricks, and gimmicks to sell your product or service to your customers? If you are looking for techniques, tricks, and gimmicks, it will most likely not help because people hate to be sold something. However, they do love to buy. While it may seem like simple wordsmithing, the conceptual
The Secret to Better Sales Read More »
Customer relationships can be either; face-to-face (like buying a car), phone (like Zappos), automated system (like Dell), or self-service (like WalMart).
Customer Relationships and Your Business Model Read More »
A fellow mentor who is an expert in retail once shared with me that opening a shoe store is one of the riskiest businesses to start and operate because there are so many bad assumptions you can make. In a typical main street brick-and-mortar shoe store, you have to select and stock the proper proportions
How to Learn Demand: Zappos Story Read More »
Smell Is the Most Overlooked but Most Powerful Sense When It Comes to Triggering Emotions and Memories. Discover How Top Brands Use It to Create Loyalty and Drive Sales.
The Forgotten Sense: Why Smell Matters More Than You Think in Marketing Read More »
The Tale of Paul Revere’s Midnight Ride Offers More Than Just a History Lesson—It’s a Masterclass in Networking. Discover How Connections Shape Legacy.
Why Paul Revere Is Famous and William Dawes Isn’t: The Power of Networking Read More »
John Johnson grew up in a small shack with a tin roof in rural Arkansas. In an effort to give John more opportunities, his family moved to Chicago when he was 15 years old.However, coming from a poor area in Arkansas, his new classmates made fun of his accent and handmade clothes. To deal with
A Lesson in Perseverance Read More »
Hearing your name has a profound impact on the brain. Research published in Cerebral Cortex shows that hearing your name activates your cortico-subcortical auditory attention network, a complex way of saying it grabs your focus whether you’re paying attention or not. Similarly, studies in Brain Research demonstrate that hearing your name sparks brain regions tied
The Power of Using a Person’s Name Read More »
I’m a fly fisherman, and anyone familiar with the sport understands that to land a fish using a fly rod requires a lot of skills. I think I like fly fishing because it is cerebral and has so much in common with B2B sales. In fly fishing, you have to understand in great detail the
Customer on a Line Read More »
What You Drive Speaks Volumes Before You Ever Speak a Word. Discover How to Read Into Vehicles, Stickers, and Status Symbols to Build Rapport and Close More Deals.
The Sales Secret Hiding in the Parking Lot: What Vehicles Reveal About Your Next Client Read More »
When a Bakery Cashier Gave My Wife a Surprise Double Stamp on Her Loyalty Card, It Created More Than a Discount—It Built a Customer for Life. Learn How Your Small Business Can Use Similar Gestures to Create Moments That Turn Customers Into Raving Fans.
Why a Small Unexpected Surprise Can Be Your Most Powerful Marketing Tool Read More »
In Sales, the Best Pitch Isn’t a Pitch at All—It’s a Conversation. Learn How Asking Thoughtful Questions and Truly Listening Can Close More Deals Than Talking Ever Will.
The Secret to Sales Success: Why Talking Less Can Win You More Deals Read More »
How Do You Get People to Engage When No One Wants to Go First? Discover How the Psychology of Priming Can Help You Fill Dance Floors, Poker Tables, and Sales Funnels.
Priming the Pump: How One Small Action Can Spark Big Engagement in Business Read More »
We experience life through our five senses. Each of these senses is connected through our unconscious mind to various emotions. When a message touches more than one sense it has multiplying effect to create a stronger memory or help in our recall. Therefore, when selling your product or service, try to incorporate as many senses
That Makes Five Senses Read More »
Discover Why Humor Is a Powerful Sales Tool That Breaks Down Barriers, Builds Trust, and Boosts Conversion Rates. Learn How to Use It the Right Way.
Why Being Funny Pays Dividends in Sales Read More »
When you have a company that sells Business to Consumer (B2C), canvassing a neighborhood in the early stages of the business when you have more time then money can often be an effective way to gain customers. When ringing a stranger’s doorbell, it is best to start out with a few non-business questions/statements to build
How to Canvass a Neighborhood Read More »
Every Customer, Regardless of Your Industry, Wants the Same Nine Things. Learn How to Recognize and Deliver What Truly Matters to Your Customers—Before Your Competitors Do.
The 9 Things Every Customer Really Wants (And How You Can Deliver) Read More »
How To Make Every Call Count: Savvy Entrepreneurs Don’t Do Cold Outreach. With The Right Tools, You Can Warm Up Any Call And Gain A Competitive Edge.
How To Research Prospects Like a Pro Before Any Sales Call Read More »
People don’t buy a radar detector until after they get a speeding ticket, and they don’t buy life insurance until after a bad doctor visit or the sudden death of a friend. Let’s face it: people fear change. They avoid action until an external event, like getting a speeding ticket or a bad report from
How To Make A Customer Viable So They Will Buy From You Read More »
How Often Do We Buy Things We Never Intended To—Just Because We Tried a Free Sample? Learn How the Power of “Free” Can Boost Sales and Change Buying Habits.
How Free Samples Turn Browsers Into Buyers Read More »
If Your Customer Can’t Quickly See the Price, They Likely Won’t Buy. Learn Why Transparency in Pricing Is Crucial and How to Avoid Losing Sales Over Secrecy.
The Surprising Truth About Why Visible Prices Close More Sales Read More »
Everyone Loves Cute Things, but Did You Know That Cuteness Can Be a Strategic Asset in Business Marketing? From Trade Shows to Sidewalk Interactions, Discover How Leveraging Adorableness Can Help You Attract More Customers, Start Conversations, and Create Lasting Impressions.
The Cuteness Factor: A Surprisingly Powerful Business Marketing Tool Read More »
Discover Why Emotion Drives Customer Decisions and How Logical Justifications Follow. Learn How to Spark Desire in Your Audience Before Talking Features.
The Power of Emotion: Why You Should Always Sell the Sizzle, Not the Steak Read More »
